Publications

Reveals how examining climate and culture together can advance understanding of the behavior of individuals within organizations, as well as overall organizational performance in such diverse areas as financial planning, marketing, and human…

This paper presents conditions for the existence and properties of stochastic differential utility as a solution of a partial differential equation. Stochastic differential utility is an extension of the classical additively-separable utility…

We show that sales quotas play an essential role in compensation schemes for multi-territory salesforces. A quota-based compensation scheme (i.e., salary plus commission proportional to sales beyond the quota) has the advantage of being simple.…

We study a class of non-cooperative games that includes many standard oligopoly games, macro economic coordination games, network and production externality games, and others. For these games, the sets of rationalizable strategies, pure Nash…

Abstract not available.

A series of recent papers have attempted to investigate the issue of how to compensate a salesforce using the agency theory paradigm. These investigations hypothesize various factors to affect the form of the compensation plan defined in terms of…

A potentially serious threat to the validity of estimates of predictor variable impact in logistic models of brand choice is the omission of important explanatory variables from the empirical analysis. An obvious omission from most previous…

This paper presents a stochastic differential formulation of recursive utility. Sufficient conditions are given for existence, uniqueness, time consistency, monotonicity, continuity, risk aversion, concavity, and other properties. In a “smooth”…

This paper considers the possibility that certain traders in a financial market preannounce the size of their order prior to trading, a practice that has come to be known as “sunshine trading.” Assuming that preannouncement is made by some of the…

Three studies examined the hypothesis that when perceivers learn of the existence of multiple, plausibly rival motives for an actor’s behavior, they are less likely to fall prey to the correspondence bias than when they learn of the existence of…

Hypothesized that later occurrences in a series of events tend to evoke counterfactual alternatives more strongly and, hence, tend to be blamed more for ensuing negative outcomes than do earlier occurrences. In Study 1, Ss played the role of…

The thesis of this article is that reactions to misfortunes are often biased by the counterfactual fallacy: the tendency to view events that can easily be imagined otherwise as events that ought not to have been. Drawing upon a diverse set of…

Manufacturing is undergoing a revolution. The mass production model is being replaced by a vision of a flexible multiproduct firm that emphasizes quality and speedy response to market conditions while utilizing technologically advanced equipment…

A laboratory experiment examines factors affecting evaluations of proposed extensions varying in similarity from a core brand that has or has not already been extended into other product categories. Specifically, the perceived quality of the core…

We establish conditions under which cooperation will evolve in conflict situations modelled as tournaments of iterated Prisoner’s Dilemma games. Though no strategies that are less than half of the population turn out to be stable even in the…